{"id":1913,"date":"2012-09-30T17:56:00","date_gmt":"2012-09-30T16:56:00","guid":{"rendered":"http:\/\/silta.es\/juantatay\/2012\/09\/30\/sales-workshop-vggp\/"},"modified":"2012-09-30T17:56:00","modified_gmt":"2012-09-30T16:56:00","slug":"sales-workshop-vggp","status":"publish","type":"post","link":"https:\/\/silta.es\/juantatay\/sales-workshop-vggp\/","title":{"rendered":"Sales Workshop VGGP"},"content":{"rendered":"<p>(en) Algunas ideas y conceptos de los ex-profesores del <a href=\"http:\/\/entrepreneurship.mit.edu\/\" target=\"_blank\">MIT Entrepreneurship Center<\/a>&nbsp;en el seminario de ventas del programa <a href=\"https:\/\/twitter.com\/valencianglobal\" target=\"_blank\">@valencianglobal<\/a><\/p>\n<ul>\n<li>Sales is a Science, not an art<\/li>\n<li>Tune your radio station to: W.I.F.M. : <b>W<\/b>hat&#8217;s <b>I<\/b>n it <b>F<\/b>or <b>M<\/b>e?)<\/li>\n<li>Technology open doors, Benefit close sales (Value Proposition)<\/li>\n<li>Technology is a platform to sustain a competitive advantage<\/li>\n<li>Customer focus<\/li>\n<li>Build trust, active listening and \u00abmirroring\u00bb for feedback<\/li>\n<li>Selling effort must be focused on the persons with pain and\/or the persons with money<\/li>\n<li>You can be their hero if you relief their pain<\/li>\n<li>Look for the client&#8217;s \u00abbusiness drivers\u00bb<\/li>\n<li>Aspirin for your customer<\/li>\n<li>Customer intimacy<\/li>\n<li>\u00abJury\u00bb is all (know it, change it if wrong\u2026)<\/li>\n<li>Research about your target\/Identify Decision Maker\/Stalk to DM\/Pitch\/Get Evaluation<\/li>\n<li>Four-eyes meeting (Desired Outcomes Of The Meeting)<\/li>\n<li>You only get one chance to make a good first impression&nbsp;<\/li>\n<li>Luck is where Preparation Meets Opportunity<\/li>\n<li>Hope is not an strategy<\/li>\n<li>Total global domination of the chosen market niche<\/li>\n<li>Challenger or defender? Challenger assets: flex\/passion\/attitudes\/self-aware\/honest\/commitment<\/li>\n<li>The Pig &amp; Chicken \u2026 (A Commitment story)<\/li>\n<li>Team, team, team<\/li>\n<li>Hire \u00abA\u00bb people<\/li>\n<li>Ambitious without Ego<\/li>\n<\/ul>\n<p>and<\/p>\n<ul>\n<li>Engineers: Sales people are not a lower life form&nbsp;<\/li>\n<li>Don&#8217;t have a heart \u2026 except for the rest of the company<\/li>\n<li>Maniac workaholic (odio \u00e9sta)<\/li>\n<li>N.F.W. &nbsp;= No Way! &nbsp;\ud83d\ude09<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>(en) Algunas ideas y conceptos de los ex-profesores del MIT Entrepreneurship Center&nbsp;en el seminario de ventas del programa @valencianglobal Sales is a Science, not an art Tune your radio station to: W.I.F.M. : What&#8217;s In it For Me?) Technology open doors, Benefit close sales (Value Proposition) Technology is a platform to sustain a competitive advantage  [&#8230;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[43,28,29,31,38],"tags":[],"class_list":["post-1913","post","type-post","status-publish","format-standard","hentry","category-coaching","category-cosillas-empresariales","category-gestion","category-la-vida-misma","category-marketing"],"jetpack_featured_media_url":"","jetpack-related-posts":[],"jetpack_sharing_enabled":true,"_links":{"self":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts\/1913","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/comments?post=1913"}],"version-history":[{"count":0,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/posts\/1913\/revisions"}],"wp:attachment":[{"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/media?parent=1913"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/categories?post=1913"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/silta.es\/juantatay\/wp-json\/wp\/v2\/tags?post=1913"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}